自考国际商务谈判资料串讲（Data from the international business negotiations Chuanjiang）.doc

自考国际商务谈判资料串讲（Data from the international business negotiations Chuanjiang） The seventh chapter is typical case analysis of business negotiation 1 background - Zhejiang AOKANG group is Chinas well-known shoe manufacturer, and GEOX company is the worlds leading footwear giant in Italy. In February 14, 2003, the two companies reached an agreement: AOKANG is responsible for GEOX in China brand promotion, network construction and product sales, and GEOX with the power of AOKANG network China, AOKANG also with a global network to the world GEOX. At the beginning of Chinas accession to the WTO, GEOX took aim at China, aiming to set up one of the largest production bases in asia. Beginning in 2002, Mr. Bowler Kato, President of GEOX, began his research in the Asian market. After the tour for a long time, it will target the Chinese AOKANG group, but AOKANG can catch GEOX throwing over the red Hydrangea, realize the development of the enterprise internationalization strategy, and ultimately play a decisive role in one of the factors is the business negotiation principle in winning negotiations in the use of. First, the preparation of the negotiations, GEOX company: has two years of research on the Chinese market, has inspected 8 well-known Chinese shoe companies, for the final to sit at the negotiating table for careful preparation. During the negotiations, Mr. Bowler Kato provided dozens of pages of negotiating framework and expertly carried out all of the terms of the agreement, making the presence of the crowd breathtaking. His trip to China is well planned, and the possibility of direct visits to AOKANG is only 20%, and the success of the negotiations is expected to be even lower. Even so, Mr Bowler Kato has made such full preparations for such a small chance of cooperation that is well worth the attention of managers in domestic enterprises. AOKANG: Although AOKANGs psychological expectations of the possibility of cooperation with GEOX is also very low, but AOKANGs purpo